The Pulse: Sales Asset Management Technology

March 9th, 2020

Peter Ostrow VP, Research Director

Eric Zines Principal Analyst

Jennifer Bullock

Summary

In B2B organizations, lofty ambitions for major process and productivity changes are often accompanied by “shiny object” technology solutions. These types of investments are often presented as panaceas that will yield only positive outcomes for all involved parties; however, frequent misalignment between an initiative’s goals and the proper design of the technology component can damage the eventual user experience. In sales enablement, these scenarios often play out with the acquisition and deployment of sales asset management (SAM) offerings. In this report, we share findings from the Forrester 2019 Sales Asset Management Study about SAM technology deployments.

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